Director, Dealer Development

Compensation Data

• Annual salary: Starting @ $100K/year  
• Annual bonus potential
• Auto Allowance

Purpose of the position

Responsible for dealer business and developing dealer management practices and procedures in the assigned area.

Main tasks and responsibilities

• Dealer Management
  • Secure the highest possible standards defined by our Code of Conduct, legal framework and global processes in third party sales in the Region/Sub-Region. 
  • Holistic responsibility for following and implementing the global Third Party Sales process in the Region, including
    • Initiate Business Justification for all new and existing dealers 
    • Initiate dealer screening process in KROLL 
    • Participate in compliance discussions and other related activities together with E&C team
    • Coordinate contract negotiations with the third parties in close collaboration with Legal
    • Coordinate renewal and termination process with third parties in line with the global process and legal framework
    • Secure all final contracts / termination letters are signed according to DoA and stored in the global contract depository (Google Drive)
    • Make sure dealer related data is always up to date in Global Third Party list, Salesforce and Kalmar website

• Dealer Network and Business Development
  • Proactively develop Kalmar’s dealer network according to the route-to-market strategy in the Region to secure Kalmar’s market coverage and enable business growth
  • Work closely with Regional Management, Sales Development Leads and Global Dealer Management team in optimizing the route-to-market strategy
  • Drive local dealer business development initiatives in the Region per need
  • Work closely with Global Dealer Management team in global business development initiatives, process improvement and tool & platform development projects

• Dealer Performance Management
  • Lead dealer performance management process in the Region in line with the Annual Clock
  • Make sure dealer targets are shared and stored in global database on a timely manner
  • Follow dealers’ performance vs their targets on a continuous basis
  • Provide data and insights to local dealers so that they can grow and improve their performance in their respective markets
  • Run quarterly and annual performance review meetings with the local dealers in close collaboration with local sales & services teams
  • Initiate Performance Improvement Programs with the dealers per need
  • Represent regional Dealer Management in internal quarterly dealer performance review meetings
  • Make sure dealer-specific installed base data is updated on a quarterly basis at minimum

• Dealer Training
  • Make sure the local dealers have the right training and knowledge so that they can represent Kalmar in the best possible way
  • Analyze dealers’ competence level and training needs in a proactive way utilizing e.g. Skills matrix as a tool
  • Work closely with local Trainers and global Training function, local Sales & Services teams and Divisions in defining annual dealer training plans in the Region
  • Coordinate the creation and implementation of regional training program for the dealers
  • Measure and follow-up the progress and completion of training modules among the dealers
  • Create a year-end summary of dealer training activities in the Region

What you’ll need to succeed

Education:

• University degree in business management or marketing

Experience:

• Minimum 5 years’ experience in dealer development or adjacent position
• Knowledge and understanding of Kalmar equipment and services
• Experience with problem-solving and solution creation

Competencies:

• Good communication skills- English language (both oral and written)
• Working with a cross-functional team; ability to exchange information and knowledge with key internal and external stakeholders
• Can do attitude- ability to focus locally in a global environment
• Adept; flexible

You will be part of

Kalmar currently employs more than 4,800 professionals worldwide. One of our most important values is: We do it together. We value team skills, as well as innovativeness, customer orientation, and a willingness to commit to continuous improvement. We work closely with our customers and partners - across language, cultural, and professional borders. We see diversity as a common strength and valuable resource for Kalmar’s future.    
 

Interested to join?

Please submit your resume/CV to be considered!